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What are you adjusting in terms of your technology or communication during this difficult period? Are you helping clients recognize how essential it is to prepare for the unexpected? In this episode, MDRT members share how they are taking setbacks and turning them into opportunities.

You’ll hear from:
David Eric Appel, ChFC, CLU
H. Richard Dobson Jr.
Julianne Hertel, CLTC

Episode breakdown:
0:26 – Office processes that can become more refined during difficult times
1:15 – Examining your communication style with clients regarding mortality
2:51 – Taking this time to reflect and make sure all necessary coverages are in place
3:45 – Communicating the proactive nature of planning and protecting
6:05 – How insurance companies are adapting to current challenges

MDRT, as part of the Help Protect Our Families initiative, presents a conversation with David Eric Appel, CLU, ChFC, and George B. Sigurdson, CLU, to examine how advisors can help clients and prospects see the value of life insurance. Appel and Sigurdson share their ideas for guiding clients to obtain adequate coverage, including grasping the urgency of making a purchase before it’s too late. Plus, an appearance by a special guest.

Have you considered how the current crisis will affect various deadlines? Have you thought ahead to how your business will adapt when people are back in the office? In this episode, MDRT members address a variety of issues worth thinking about during this unexpected and challenging situation.

You’ll hear from:
David Eric Appel, ChFC, CLU
H. Richard Dobson Jr.
Julianne Hertel, CLTC

Episode breakdown:
0:27 – Paying attention to deadline extensions
1:16 – Considering how to get back to business when quarantines end
2:01 – Determining how to continue as if nothing has changed
3:36 – Contextualizing this event in the history of difficult times
4:23 – Acknowledging the impact of the presidential election and related tax laws

How should advisors get their teams on the same page while many are working out of the office? What do staff members need from you? In this special mini-episode (recorded before stay-at-home orders went into effect), MDRT members shared how they have communicated internally during this recent period of unexpected adjustments.

You’ll hear from:
David Eric Appel, ChFC, CLU
H. Richard Dobson Jr.
Julianne Hertel, CLTC

Episode breakdown:
0:30 – Communicating expectations right away
1:09 – Creating a practice based on being flexible
2:10 – Setting up necessary technology for team members
3:11 – Being understanding about staff concerns
3:45 – The importance of leading by example

David Appel’s practice thrived on countless in-person interactions that suddenly had to change in 2020. How did he adapt to a world in which live seminars were impossible, life insurance checkups were minimal, and new client touchpoints and marketing techniques became essential to maintain relationships and production? This presentation identifies important strategies for making impactful, timely changes in your practice — whether because of a pandemic or for new, virtual efficiencies.

How do you help yourself right now if you are a social person used to having a lot of in-person appointments? Or you want to help friends and family but can’t? In this episode (recorded before stay-at-home orders went into effect), MDRT members explained what they have struggled with during the current global crisis and what they have done to overcome these challenges.

You’ll hear from:
David Eric Appel, ChFC, CLU
H. Richard Dobson Jr.
Julianne Hertel, CLTC

Episode breakdown:
0:29 – Finding new ways to interact when you’re a social person
1:45 – Overcoming the feeling of being powerless with friends and family
3:12 – Utilizing new opportunities to get out and do something
3:48 – Establishing new perspective on a calendar without in-person appointments
7:09 – Counteracting your own concerns by making comfort calls to clients

How can emails establish necessary connection with clients when they are concerned about changes in the market and the world? How can you make sure your important messaging connects with people? In this episode, MDRT members share how they have reached out to ease client fears during a stressful time for everyone.

You’ll hear from:
David Eric Appel, ChFC, CLU
H. Richard Dobson Jr.
Julianne Hertel, CLTC

Episode breakdown:
0:30 – Creating different emails for client base and centers of influence
2:50 – The impact of utilizing a strategic subject line
3:54 – Three things to convey in emails to investment clients
4:57 – Do’s and don’ts for advisors and clients when times are tough
8:52 – How video messages can be especially comforting
10:26 – Using a can of tuna fish to add perspective
13:02 – Preparing clients years before a market crash

David Appel’s practice thrived on countless in-person procedures that suddenly had to change in 2020. How did he adapt to a world in which live seminars were impossible, life insurance checkups were minimal, and new client touchpoints and marketing techniques became essential to maintain relationships and production? This presentation identifies the significant impact that emails can have for your practice — whether due to a pandemic or just a need for new, virtual efficiencies.

David Appel’s practice thrived on countless in-person procedures that suddenly had to change in 2020. How did he adapt to a world in which live seminars were impossible, life insurance checkups were minimal, and new client touchpoints and marketing techniques became essential to maintain relationships and production? This presentation identifies the significant impact that virtual road shows can have for your practice — whether due to a pandemic or just a need for new, remote efficiencies.

David Appel’s practice thrived on countless in-person procedures that suddenly had to change in 2020. How did he adapt to a world in which live seminars were impossible, life insurance checkups were minimal, and new client touchpoints and marketing techniques became essential to maintain relationships and production? This presentation identifies important strategies for making impactful, timely changes in your practice — whether due to a pandemic or just a need for new, virtual efficiencies.